CHAPTER 35WHAT A TYPICAL 5-MINUTE SELLING WEEK LOOKS LIKE

Here is your implementation recipe for success:

  1. Quickly plan.
  2. Quickly do.
  3. Track your results.

First, on Sunday or very early on Monday, take three minutes to fill out your Proactive Call Planner.

A 5-Minute Selling Proactive Call Planner to fill out people's names, reference their emails, text messages, notebooks, order histories, and anything else that can help the salespeople think of people’s names.

Write names in any category here. It doesn't matter where you write them.

Reference your emails, text messages, notebooks, order histories, and anything else you have that can help you think of people's names.

Spend three minutes on this at the most.

Next, take another three minutes (maximum) and fill out this Weekly Follow-Up Planner:

A 5-Minute Selling Weekly Follow-Up Planner to write names in all three columns. The first column is for pre-quote opportunities, the second is for quotes to follow up on, and the third is for customers who can buy more.

Again, write names in all three columns. The first column is for pre-quote opportunities, the second column is for quotes to follow up on, and the third column is for customers who can buy more.

Don't just work from your head. Go into reference material that will remind you of people who you are not thinking about.

Now, keep these two planners with you throughout the week. They should be in front of your eyes—which means they should be on top of your desk or on your bulletin board. Or with you in your car, if you drive to sales calls (not on the windshield, though). Or on your clipboard, if you work in a showroom with customers.

I want you to see these documents multiple times per day: ...

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